Articles on Selling by Robert Seviour
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High-Pressure Closing Technique #1Before we get started, let me state that you need to think carefully about whether using this technique is really in your long term-interest. With that caution in mind, here's the classic 'First-Call Discount'. 'Mr Smith, we have a special first-call discount. A typical discount is 10% of the purchase price for big-ticket items. This close commonly brings out such objections as:
A device that is frequently used to neutralise these objections is a letter on company letterhead, from the Sales Manager, CEO or other big boss, saying,
The disadvantage of pressure-closing in this manner is that some well-informed prospects will recognise this as a sales tactic, which may impact adversely on your credibility. Use this close with discretion and it will sometimes win you orders you wouldn't have got otherwise. f you enjoyed this article, take a look at my book.
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